When clients and prospects begin to confuse you by acting
strange by your definition, I want you to take a field trip to Barnes & Noble to check out the Magazine Rack.
Why? Because in an instant you will see hundreds of different magazines targeting hundreds of different tastes, likes and hobbies. Who would have thought?
Even if you are an extraordinary target marketer you will find yourself tested at times when your opinion is not endorsed without question. The reason for this is clearly demonstrated at the magazine rack.
I stop by the racks every time I visit B&N and marvel each time on how so many people think differently than I do. I drift toward Entrepreneur and perhaps some computer rag. Baking, sewing, gardening, hunting, fixing, building, parenting, exercising, beautification of both home and body and so many more. Incredible!
Why is this so important? As a sales professional it is your task to find out early in the relationship where the “hot button” is located and what floats your prospect’s boat. I can virtually guarantee you one thing, it isn’t the same as yours.
This single fact is what makes the world the fascinating place it is. We are all different with different likes, dislikes, feelings and opinions. C’est la vie.
So the next time you think the world sings from the same song sheet (yours) take a break and head for the magazine rack at Barnes & Noble. You will find this to be a sobering and refreshing field trip. And the way you deal with your prospects and clients may just improve for the better.